Close this search box.

The Epistemology of Selling

A great sales conversation is an exercise in epistemology.


That two-dollar word means the search for shared truth . . . the intersection of knowledge and belief.

Buyer and seller come to a conversation with a set of beliefs and things they “know.” As that conversation begins, there is no shared truth. Why? I don’t know what you know and believe. You don’t know either about me.

So, bridging that gap is the definition of a great sales call:

The search for and creation of shared truth about a problem and a solution.

As a seller, that’s your job in a sentence. It’s your responsibility to guide the conversation toward shared truth.